Mid Market Account Executive

The role

You will help restaurant groups with 50–199 locations decide how Zipline fits their business. You will develop new partnerships, guide decision-making, and turn signed agreements into launches.

What you will do

• Build relationships with restaurant groups and create a steady pipeline of potential partners.
• Find and engage people who shape a group's delivery strategy.
• Learn how each group runs its restaurants and evaluates new partners.
• Show how Zipline's delivery service could support the group's goals.
• Coordinate conversations and decisions including business reviews, location selection, and contract terms.
• Work with Partner Success, Operations, Product, Engineering, Legal, and Finance teams.
• Keep prospects moving from initial interest to signed agreement and launch planning.
• Look for ways to grow successful partnerships across additional locations.
• Keep account plans, pipeline updates, and forecasts current.
• Represent Zipline at customer meetings, restaurant visits, and industry gatherings.

Required qualifications

• At least 4 years of success in a sales role with responsibility for closing business, or comparable experience.
• Experience working with restaurant, hospitality, franchise, or other multi-location customers.
• Examples of advancing and closing deals that require coordination among several decision-makers.
• The ability to open new conversations, ask thoughtful questions, explain business value, and work through objections and negotiations.
• Familiarity with restaurant operations and tools such as POS, online ordering, reservations, or restaurant communications systems.
• Confidence managing sales processes that may take several months and involve both corporate and franchise stakeholders.
• Strong organization and follow-through, including reliable pipeline management and forecasting.
• A collaborative approach to working with commercial, technical, and operational colleagues.

Nice to have

• experience with six-figure contracts is helpful

About the company

Zipline is the world's largest and most experienced drone delivery service. They operate an autonomous logistics system to deliver food, medicine, and essential goods.